Job Details
- Position: Sales Channel Lead: QSR and PFM
- Company: Coca-Cola Beverages South Africa
- Department: Commercial – Sales and Marketing
- Location: Bloemfontein
- Province: Free State
- Employment Type: Permanent
- Closing Date: 25 June 2026
- Reporting To: Regional Manager Sales
Job Description
The Sales Channel Lead: QSR and PFM is responsible for driving sales growth, route-to-market excellence, customer satisfaction, and operational efficiency within the assigned sales channels. The role focuses on delivering sustainable revenue and volume growth, managing customer relationships, leading and developing sales teams, ensuring effective execution of trade and promotional activities, and maintaining compliance with governance and SHERQ requirements.
The incumbent will lead frontline sales teams, optimize market execution, strengthen customer partnerships, and ensure the achievement of sales and profitability targets across Quick Service Restaurants (QSR) and Priority Franchise Market (PFM) channels.
Key Responsibilities
Sales Execution and Route-to-Market Excellence
- Drive effective trade execution aligned with Route-to-Market (RTM) principles.
- Ensure adherence to call schedules and sales execution standards.
- Monitor and improve in-trade performance to increase sales volume and market share.
- Execute promotional campaigns and channel initiatives to maximize return on investment.
- Monitor compliance with sales execution standards and channel strategies.
Revenue and Profit Growth
- Deliver sustainable sales volume, revenue, and profitability growth.
- Develop and implement strategic account plans.
- Drive pack penetration and optimize pricing strategies.
- Identify opportunities to expand market share and increase customer value.
Sales Team Leadership and Performance Management
- Lead, coach, mentor, and develop frontline sales teams.
- Set performance targets and key performance indicators (KPIs).
- Monitor team performance and provide regular feedback.
- Identify capability gaps and implement development plans.
- Build a strong talent pipeline for future leadership roles.
Customer Relationship Management
- Build and maintain strong relationships with customers.
- Ensure excellent customer service and timely issue resolution.
- Strengthen customer loyalty and satisfaction.
- Manage customer communication and CRM responsiveness.
Resource and Asset Management
- Ensure optimal utilization of company assets and resources.
- Oversee management of coolers, vehicles, equipment, and promotional materials.
- Monitor asset maintenance and compliance.
- Ensure effective return on investment for trade assets.
Governance, Risk and Compliance
- Ensure compliance with governance policies, company procedures, and SHERQ requirements.
- Adhere to risk management protocols and internal control processes.
- Protect company assets and maintain compliance with operational standards.
- Support a safe and compliant working environment.
Key Performance Indicators (KPIs)
The successful candidate will be measured against:
- Sales Volume vs Target
- Revenue vs Target
- Outlet Volume Growth
- Gross Revenue
- Activated Customer Growth
- Customer Loyalty Index (CLI)
- RED Scores
- RED and PDA Adherence
- Strike Rate and Call Adherence
- Asset Verification
Minimum Requirements
Education
- Formal qualification in:
- Marketing
- Sales
- Business-related field
- Or equivalent qualification
Experience
- Minimum of three (3) years’ frontline sales experience within a Fast-Moving Consumer Goods (FMCG) environment.
- Experience in customer relationship management and sales execution.
- Team management or supervisory experience will be advantageous.
Required Skills and Competencies
Sales and Commercial Skills
- Strong understanding of FMCG sales practices.
- Knowledge of Route-to-Market (RTM) principles.
- Sales planning and execution expertise.
- Revenue growth and profitability management.
- Trade marketing and promotional campaign execution.
Leadership and Team Development
- Ability to coach, mentor, and develop team members.
- Performance management and talent development skills.
- Ability to motivate teams and drive results.
Customer Relationship Management
- Strong relationship-building abilities.
- Excellent customer service orientation.
- Effective stakeholder engagement skills.
Negotiation and Influencing
- Strong negotiation and conflict resolution abilities.
- Ability to balance assertiveness with diplomacy.
- Skilled in managing challenging customer situations.
Communication Skills
- Excellent verbal and written communication skills.
- Ability to communicate effectively across different levels of the business.
- Strong presentation and reporting skills.
Analytical and Digital Skills
- Ability to interpret sales data and reports.
- Proficiency in digital sales and reporting platforms.
- Data-driven decision-making capabilities.
Personal Attributes
- Results-oriented and target-driven.
- Resilient and determined under pressure.
- Strong problem-solving abilities.
- High levels of initiative and accountability.
- Ability to work collaboratively and build productive relationships.